Marketing Falls Flat Without Follow-up
Over the years, I have made it possible for clients to experience exponential growth through an increase in “qualified” visits to their websites, a higher volume of enquiry calls and more walk-in traffic (where applicable).
Beyond this first step, where companies fall short in engaging the customer is in relationship-building and closing the sale. These days, there is no excuse for lack of follow-up or for poor sales skills because there are a number of experts in your marketplace that you can turn to for help. It’s more a matter of finding someone to work with who is the right fit for you and at the same time will push you to improve your skills and abilities. One of the best sales trainers I know is Howard Olsen (www.howardolsen.com).
In the city or town where you live, I’m sure there is someone – whether it be a mentor, coach or consultant – who can help you fine-tune your sales skills. One of the many valuable lessons I learned from Howard Olsen is that people do business with people they trust. Trust comes first when understanding the other person’s needs, concerns or issues. Without this important foundation, it is very difficult to build a rapport.
It is our job to make the other person feel relaxed, comfortable and connected. Let’s face it; even those of us with experience can have our bad days. When I haven’t been out on a sales call for awhile, I definitely get nervous and this is when following a process like Howard’s comes in handy. I just walk myself through the steps and do the best I can do.
Like parents who have messed up – which happens often – there is always an opportunity to redeem oneself. With kids, it’s about revisiting a particular issue or concern at a better time. With prospects, it’s about touching base later to follow up.
Be realistic. It takes time to build relationships and determine when you can be there for the prospect with the right product or service at the right time.
Who can you ask to help you fine-tune your sales skills?